61 episodios

Revenue Optimization Radio talks to the top B2B sales leaders, sales ops, enablement and marketing execs to help you crack the code to high performance selling.

Revenue Optimization Radio by upland Altify predictablerevenue

    • Administración

Revenue Optimization Radio talks to the top B2B sales leaders, sales ops, enablement and marketing execs to help you crack the code to high performance selling.

    3 Things To Do About Your Customer Understanding Deficit

    3 Things To Do About Your Customer Understanding Deficit

    Nicole France joins Patrick Morrissey. She's the VP of Constellation Research. Everyone wants to claim they are a customer-centric, customer-focused, customer-360 company. But we know as consumer and business people that isn't actually the case. Nicole has recently published some research about the insight-driven experience. In order to understand insight-driven design, you need to know the definition. It's the sum of everything you know about your customers, including a clear understanding enabling you to anticipate their needs as it relates to your business relationship with them. You'll want to listen to this episode to gain an edge on your competition, and better serve your customers and prospects.
     
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    Revenue Optimization Radio is hosted by Patrick Morrissey of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

    • 28 min
    8 Steps for a Great Kick-Off

    8 Steps for a Great Kick-Off

    In this episode of Revenue Optimization Radio Patrick Morrissey is happy to share the eight steps to a great kick-off. Listen to this episode to get the details and take notes. Here are the eight steps simplified:
    Kick-off is not just sales – it’s the whole revenue team
    Edutainment – Inspire, educate, entertain
    It’s about the customer stupid – Feature your customer and have them on stage
    Turn deal reviews into customer journey discussions
    Make it interactive – not just talking at people
    Kick-off should be part of the training plan and skills building – and it should be in the app
    Make sure RKO objectives and training are part of monthly updates and QBRs with measurement/tracking
    Ask for feedback – and action it!
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    Revenue Optimization Radio is hosted by Patrick Morrissey of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

    • 24 min
    How Customer Revenue Optimization Changes the Game for Sales in 2020

    How Customer Revenue Optimization Changes the Game for Sales in 2020

     
    Patrick Morrissey and Paul Roberts have a deep discussion on how customer revenue optimization changes the game for sales in 2020. Some of this episode's highlights include:
    It’s not just about sales > It’s the entire revenue team
    The rise of methodology
    Improved analytics in sales and account planning
    It’s the relationship stupid
    Focus on building trust & outcomes
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    Revenue Optimization Radio is hosted by Patrick Morrissey of Upland Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

    • 25 min
    The Art of the Possible - Deal Reviews

    The Art of the Possible - Deal Reviews

    Many organizations have rounded the corner, reset territories and are wondering how they can execute more effectively in 2020. How do you make deal reviews part of your cadence? What are the best in class companies doing? What are the approaches you can take strategically to uplevel your entire organization?
    How do you orchestrate a deal review that will help the entire team execute more effectively?
    Sometimes we miss the foundational elements that bring the team together. We are talking about account and opportunity reviews. There are five component parts in terms of framing the conversation and to really think about upleveling the game for the entire team. Tune in to get your list and action plan.
     
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    Revenue Optimization Radio is hosted by Patrick Morrissey of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

    • 25 min
    How Did the Revenue Team Get Lost in Translation?

    How Did the Revenue Team Get Lost in Translation?

    There's a great scene in Bill Murray's Lost in Translation. Scarlett Johanssen asks him, "Why don't you just get out of here?" "Well first, I have to finish my drink, then I have to pay my bill, then I have to get off this barstool...." How do you bring the data together to meet aggressive revenue targets? There's a lot of focus on sales, there's a lot of focus on how do we make the number. Everyone's in the data-driven business. But the big problem is we are all looking at different data, and there's no translation mechanism, there's no filter, and fundamentally, the biggest issue is we really don't understand what the customer wants. 
    Detangle this issue with Patrick Morrissey and Paul Roberts. Be ready to take notes.
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    Revenue Optimization Radio is hosted by Patrick Morrissey of Upland Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

    • 25 min
    Do you hand off for on-boarding reps, or keep them close to ensure success?

    Do you hand off for on-boarding reps, or keep them close to ensure success?

    High performing sales starts with the hiring process and comes to life in the on-boarding process. Every sales leader is looking for ways to improve the onboarding process and make their team more productive, more quickly.
    There is no 3-D printer or factory producing the best sales professionals. You need diversity training, an understanding of our pitch, presentations, products, content, and culture. The biggest challenge Craig sees is the participation by sales leaders. They seem to turn the responsibility over to a different set of folks to get the carefully hired person ready to generate revenue. There is a tension between sales leaders handing off people to be onboarded so they can work with the reps already in place. They just hope they'll get the right outcome in the end. The two need to be in alignment.
    In this episode, Craig Sawicki, VP of Sales Excellence at Altify, will give his insights and best practice on how to onboard, to certify and turn new hires into active performers more quickly and build for scale.
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    Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

    • 25 min

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